Guocai enters the fifth batch, five major changes in the selection of first-line agents!

On June 23, Shanghai Sunshine Pharmaceutical Purchasing Network announced the results of the fifth batch of 62 nationally sourced varieties to be selected in the bidding: 61 of the proposed varieties involved 148 companies, with an average price reduction of 56%

In the context of centralized procurement, many manufacturers lamented: “It’s getting more and more difficult to recruit agents

Efficacy and safety first

In 2019, the National Health Commission announced a list of 20 supplementary medicines of particular concern

In addition to efficacy, side effects are also the focus of attention

Both price and quantity

The second is that the price must be moderate

The third is profit

Manufacturers rebate in time

In addition, pay attention to compliance with the rebate bills, and provide bills and evidence chains, and manufacturers should pay for the company

04

Whether medical insurance/basic medicine/exclusive

  First, whether it is medical insurance

  Second, is there a "suffix" for medical insurance

  Third, whether it is a basic medicine

  Fourth, the number of manufacturers
.
Whether the western medicine is the first imitation, several manufacturers produce it
.
There are few manufacturers, the competition is small, and the manufacturers are many, the competition is big
.
Whether the varieties of Chinese medicines are exclusive, the exclusive generic name is the first choice, and the exclusive dosage form is the second choice
.
Products produced by multiple manufacturers are generally not selected, mainly due to price and market competition issues
.
05    

Cooperative promotion by manufacturers

  Manufacturers’ promotion strategies are roughly divided into three categories: The first category is high-pressure
.
The manufacturer stipulates annual development tasks and sales tasks for the agents, and the deposit is deducted if they are not completed, or even the agent qualification is cancelled, which is simple and rude, and the agents are under great pressure
.
My friend is an agent of a certain manufacturer’s exclusive basic medicine product.
The deposit is 4 million yuan.
The task is very tight.
The monthly delivery is carried out according to the quantity.
If the task is not completed throughout the year, the deposit will be deducted
.
  

  The second category is academic type
.
Manufacturers pay more attention to academic marketing and stipulate academic investment.
For example, there are tasks for holding scientific conferences, round tables, and provincial expert meetings every year, and some even stipulate the amount of academic investment
.
Manufacturers cooperate with agents to do a good job in academic promotion and product promotion.
This model is relatively good
.
  

  The third category, herding type
.
After this type of manufacturer's agreement is signed, they basically don't care, and they usually make phone calls
.
Meetings are held once a year, and some meetings are not even held
.
  

  For the above three types of manufacturers, agents prefer the second and third types
.
The first category is simple and rude, with strong manufacturers
.
The second category is currently more common.
Manufacturers and agents work together to do a good job in academics, and empower hospitals to develop and increase volume
.
For the third type of manufacturers, there is little pressure on agents
.